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H. SCOTT BEZANSON
798 West K Street
Benicia, CA 94510
Home: (707) 745-0408
Mobile: (707) 567-7444
scott.bezanson@yahoo.com
To Whom It May Concern,
Are you in need of someone with contacts, experience and, most important, fresh ideas?
With over 18 years in the industry, I’ve successfully represented a number of insurance companies, exceeding sales goals, expanding territories and increasing distribution channels. Most recently, I reached my annual sales goal at Delta Dental within the first month of 2008.
I’m especially skilled at selling to brokers and consultants. That’s because I was one myself. I spent six years building and managing a profitable, full-service employee benefits brokerage firm in addition to establishing the entire clientele.
Having proven what I can do as a salesperson, I am currently seeking conversations about new and challenging opportunities. I am specifically looking for an environment where entrepreneurial-minded thinking and innovation are valued.
Does that sound like a fit? If so, let’s talk.
RESUME
2007–January 2008
Delta Dental of California
San Francisco, California
Sales Account Executive
Recruited for the pivotal task of selling the breadth of Delta Dental’s product line to large (>1000 lives) single- and multiple-employer–assigned accounts through key major brokerage and consultant organizations in the San Francisco area. Responsible for developing and implementing assigned sales plans, proactively managing, maintaining, and developing relationships with key brokers, groups, administrators, and consultants. The wide variety of plans offered by Delta Dental included managed fee-for-service, preferred provider organization (PPO), and dental health maintenance organization (HMO) programs; all fully underwritten and self-funded.
2008 (2 mos.)
Annual Goal*: 9,000
Actual: 9,030
Percent of Goal: 100%
*based on the number of primarily enrollees (insured employees) and sales results through February 1, 2008
Due to fundamental methodology differences, I left Delta Dental on January 9, 2008, to pursue other opportunities. I had exceptional sales numbers despite these differences—at the time of my departure, I had already exceeded my 2008 sales goal.
2000–Decembe 2005*
QuestOps
Pleasant Hill and Benicia, California
Principal and Founder
QuestOps was a start-up company with two operating divisions. The Employee Benefits and Insurance Services division functioned as a full-service brokerage firm, assisting organizations with assessing, developing, and implementing a cost-effective benefits-program strategy that included a comprehensive suite of plans for healthcare, income protection (disability), survivor protection (life insurance), and retirement/long-term savings.
• Developed entire company image, including trademark name and logo, newsletter, marketing and communication material, and Web site—www.questops.com (defunct).
• Established QuestSource Benefits Network, a group of independent benefits and insurance professionals who offered specialty services that represented virtually every facet of employee-benefits design and delivery. This network allowed us to offer total solutions through one source and to compete with larger brokerage and consulting firms.
• Utilized online services to accomplish an efficient means to communicate with, and provide resources for, our clients.
• Independently established a clientele base that represented $260,000 in annualized revenue.
QuestOps’ second division was the Asset Recovery Group. It identified unclaimed assets escheated to the State of California and attempted to locate the rightful owners or heirs of these assets. Once we located these individuals or entities, we represented them throughout the legal process of reuniting them with their accounts.
• Developed entire company image, including trademark name and logo, all communication material, and Web site—www.questassets.com (defunct).
• Processed over 1,100 cases for individuals and entities worldwide, which represented over $3,300,000 in unclaimed assets.
• Created a comprehensive database in FileMaker Pro that provided personalized services to clients, as well as managing all account information and communication between company and client.
• Have been awarded Better Business Bureau’s “Honor Roll” recognition since 2000.
• Average number of cases processed per year increased from 77 (’00) to over 500 (’03) **.
• Average account fee per case increased from $211 (’00) to $262 (’03) **.
*QuestOps’ Asset Recovery Group intellectual property was sold September 1, 2003, and its Employee Benefits and Insurance Services division sold its block of business on December 31, 2005.
** 2003 is based on eight-month figures.
1999–2000
GE Financial Assurance
Pleasant Hill, California
Regional Director
Northwest
(Northern California, Oregon, Washington, Idaho, Montana)
Joined GE because of its notable leadership, business philosophy, and commitment to quality, evident through its adoption of the “Six Sigma” quality program. Recruited to open up new markets in the Northwest and increase sales activity. Responsible for establishing new business sales and maintaining renewals and service of the company’s group insurance products, such as Life, Accidental Death and Dismemberment, Short- and Long-Term Disability, Dental, and Vision.
2000 (8 mos.) estimated
Annual Premium Goal: $2,420,000
Actual Written Premium: $1,572,000
Percent of Goal: 65%
1999 (11 mos.)
Annual Premium Goal: $2,200,000
Actual Written Premium: $2,376,000
Percent of Goal: 108%
• Increased active distribution channels in my region from 50 to 200, which included managing general agents, general agents, agents, and brokers, which resulted in $2,200,000 of new annualized written premiums.
• Designed product marketing material utilized nationally, 1999.
Within a year of my joining, GE announced the consolidation of Union Fidelity Life Insurance Company with other GE companies, resulting in a realignment of territories, consolidation of offices, and reassignment of key distribution channels, all of which would affect my productivity.
1997–1999
The United States Life Insurance Company
American General Company
Pleasant Hill, California
Assistant Vice President
Recruited for the purpose of opening up new markets and increasing sales in northern California. Responsible for establishing new business sales and for maintaining renewals and service of the company’s group insurance products, such as Life, Accidental Death and Dismemberment, Short- and Long-Term Disability, Dental, and Vision.
1999 (1 mo.) estimated
Annual Premium Goal: $1,700,000
Actual Written Premium: $800,000
Percent of Goal: 47%
1998
Annual Premium Goal: $1,500,000
Actual Written Premium: $1,700,000
Percent of Goal: 113%
1997 (9 mos.)
Annual Premium Goal: $1,204,000
Actual Written Premium: $1,157,424
Percent of Goal: 96%
• First in company sales for life insurance, 1998.
• Increased active distribution channels from 25 to 100, 1998.
• Increased brokers’ awareness of company’s ability to compete in large group markets. Key achievement was the selling of three prestigious accounts through Sedgwick Noble Lowndes and Johnson & Higgins, 1997 and 1998.
1996–1997
Foundation Health Corporation/Health Net
Emeryville and Oakland, California
Account Executive
Actively sought a position in the medical/healthcare industry to broaden my insurance acumen. Although initially recruited specifically for existing broker contacts and prior sales activity in the Bay Area, I also was responsible for establishing new business sales, as well as maintaining renewals and service of the company’s group insurance products, such as Medical/Pharmaceutical, Dental, Vision, Behavioral Health, Life, and Accidental Death and Dismemberment.
I joined the company in September 1996; it announced a merger with Health Net in October 1996 that was finalized April 1, 1997. As a result, extensive company layoffs occurred in mid-August, and a more senior–level employee duplicated my position.
1993–1996
Commercial Life Insurance Company
A UNUM Company
Alamo, California
Sales Representative
Recruited to explore, open, and develop new markets in order to increase sales and overall market share in northern California. Responsible for establishing new business sales and for maintaining renewals and service of the company’s group insurance products, such as Life, Accidental Death and Dismemberment, Universal Life, Business Travel, and Short- and Long-Term Disability.
1996 (8 mos.)*
Annual Premium Goal: –
Actual Written Premium: –
Percent of Goal: –
1995
Annual Premium Goal: $775,000
Actual Written Premium: $1,388,025
Percent of Goal: 179%
1994
Annual Premium Goal: $680,000
Actual Written Premium: $879,065
Percent of Goal: 129%
1993 (6 mos.)
Annual Premium Goal: $325,000
Actual Written Premium: $211,250
Percent of Goal: 65%
• Bronze Award 1995—third in company sales.
• First in company sales for life insurance, 1995.
• Chairman’s Council Member, 1995—written premium exceeding $1,000,000.
• Excellence in Education Award, 1995—single employee demonstrating a commitment to continuing professional education.
• Leaders in Commitment Award, 1994 and 1995—exceeding seventy percent of annual sales goal.
• Assigned additional sales territories of Boise, Idaho, and Spokane, Washington; 1995.
• First in company sales for long-term disability insurance, 1994.
• Developed product summary brochure that was utilized nationally, 1994.
*At the end of 1995, Commercial Life discontinued selling long-term disability. In February 1996, UNUM Corporation announced a merger of its subsidiary, UNUM of America, with Commercial Life. After the merger announcement, Commercial Life discontinued selling group life insurance; as a result, production goals were disrupted. In August 1996, select Commercial Life sales executives were offered careers as Accidental Death and Dismemberment specialists for UNUM of America, effective January 1997. I was offered the position but decided to pursue new challenges.
1988–1993
CIGNA
Life Insurance Company of North America
San Jose and San Francisco, California
Account Executive
’90 Promoted to account executive and transferred to the San Francisco sales office. Received an increase in salary and sales territory and was assigned key company brokers.
’88 Joined the San Jose sales office as group representative trainee. Responsible for establishing new business sales and maintaining renewals and service of the company’s group insurance products, such as Life, Accidental Death and Dismemberment, Universal Life, Business Travel/Special Risk, and Short- and Long-Term Disability.
1993 (6 mos.)*
Annual Premium Goal: $1,000,000
Actual Written Premium: $1,388,025
Percent of Goal: 139%
1992
Annual Premium Goal: $2,500,000
Actual Written Premium: $2,810,990
Percent of Goal: 112%
1991
Annual Premium Goal: $1,200,000
Actual Written Premium: $2,478,251
Percent of Goal: 207%
1990
Annual Premium Goal: $920,000
Actual Written Premium: $1,360,977
Percent of Goal: 148%
1989
Annual Premium Goal: $625,000
Actual Written Premium: $411,085
Percent of Goal: 66%
1988 (6 mos)
Annual Premium Goal: $175,000
Actual Written Premium: $210,000
Percent of Goal: 120%
* Long-term disability annual premium goals for account executives were reduced by half due to company focus in correcting unfavorable loss ratio.
• Honor Member Recognition; 1988, ’90, ’91, and ’92—written premium and case count in excess of required annual sales goal.
• Uncovered a critical accounting error in a policyholder’s premium audit, which resulted in additional annualized revenue of $250,000; 1992.
• Successfully negotiated the largest long-term disability renewal increase for the San Francisco sales office, which resulted in additional annualized revenue of $500,000; 1991.
EDUCATION:
Certificate Employee Benefits Specialist (CEBS)
International Foundation of Employee Benefits Plans and
Wharton School of the University of Pennsylvania, 1995
Charter Life Underwriter (CLU)
The American College, Bryn Mawr, Pennsylvania, 1995
Charter Financial Consultant (ChFC)
The American College, Bryn Mawr, Pennsylvania, 1995
Bachelor of Arts, Business Administration/Finance
California State University, Fullerton, 1987 |